Director - Sales And Operations
Hikoki Powertools Pvt Ltd
Total des années d'expérience :23 years, 5 Mois
Handling 3 verticals: Sales, Marketing and Operations, making sure contacts are moving through the sales funnel smoothly by tracking conversion rates through each stage of the funnel and analyzing pertinent data, making recommendations for how to improve the funnel’s performance.
Formulate and execute strategic growth plan, involving ‘Full Value Chain’, for the Business with strategic focus in Construction, OEMs & B2C Segments.
Responsible for sales budget, profitability, customer contribution and forecast accuracy, formulating sales and marketing strategies, negotiating terms of trading contracts with all the accounts about new product introduction.
Highlighting areas of the sales process that could be costing valuable deals, proposing and implementing solutions to keep sales process in top shape, ensuring team had the tools they need to succeed by evaluating usage and capability of the tools available.
Accelerating business unit revenue by taking reins to elicit peak performance, realigned staff basis their skill set, added disciplined operations procedures, and reinforcing team (150).
Building and maintaining strong relationships with clients for repeat business; establishing large volume & high profit accounts and maintaining top & bottom-line profitability
Steering entire array of sales operations encompassing Strategy Planning, Target Setting, Business Development, responsible for achieving P&L for increased productivity and growth, via a team of 36 across departments.
Oversaw the total business operations, leveraging entrepreneurial ability and skills in translating corporate vision, to overcome complex business challenges and deliver high decisions and positioning of value-added solutions.
Leadership and direction for all-round growth: addition of new business, expansion of existing accounts, progressive scaling up of strategic accounts, setting-up alliances. 39Mn USD sales reported and growth of 9% with the launch of diamond range of blades, PPE, Bonded and Coating abrasive, wire binding cutter in SAARC nations.
Defining the strategy and driving company growth through branding and demand generation, inside sales, go-to-market strategy, and channel marketing activities, as well as leading the company’s product marketing and product management efforts.
Positioning company for growth through business development, pricing strategy and complete ownership of P&L and bolstering Business fundamentals amidst hostile environment.
Coached and mentored teams in their day-to-day activities.
Drove sales and profit plans to budget through successful leadership, organizational plans, customer service, and
outstanding execution to establish the brand across PAN India through civil construction industry.
● Expanded business opportunities through prospecting, networking, relationship building by efficiently leading a team of
channel partners.
● Led the strategic planning process, formulating the corporate vision and strategic direction, initiating growth strategies,
approving new development initiatives, providing strategic guidance on operations, directing capital creation efforts.
● Orchestrated launch of new Ripple Branded Power Tools (Electric and Cordless).
● Recruited Executive Management team that rapidly developed an operating synergy, revamped an outdated business
model, executed a strategic corporate revitalization initiative and eliminated repetitious layers, improving operating
performance and generating positive PAT.
● Analyzed budgets based on the sales divisions’ business plans, developing and implementing appropriate cost
optimization strategies, monitoring performance against budgets per territory.
● Mentored and developed staff using a supportive and collaborative approach- assigning accountabilities;
setting objectives; establishing priorities; monitoring and evaluating job results.
• Recorded turnover of 1Mn Euro by achieving triple digit growth in the 1st year.
• Amplified sales5 times via various Process re-engineering and innovative strategies.
• Instrumental in improving market share from 3% in 2005 to 33% in 2016 via strong network of 70+ trade channel
partners and 8 multiple channel (mega malls) partners.
• Expanded customer base by 25% by developing various schemes for competitors' dealers.
• Awarded by Robert Bosch (2006) for 3-digit growth and Service Delivery par excellence.
Key Result Areas:
• Set-up the business operations from scratch in Oman, Landscaping Business potential, Plan and achieving top line and bottom-line contribution.
• Executed budget planning, P&L management and growth strategies of the Business (7Mn Euro) delivering significant results in terms of increase in value, volume, market share and yield via a team of 16.
• Establish market share, growth according to the market volume, monitored the Sales & marketing team, increase the channel Partners and steer the Power tools division with profits.
• Oversaw the preparation of the annual marketing budget/branding activities (including exhibitions, advertisement and promotions spend, road shows) - monitoring of expenditure against the budgets.
• Implemented services plans, driving the expansion of service network, setting up dealer networks and imparting service training to achieve optimum service levels.
• Ensured effective hiring, orientation, training, development and retention of staff - establishing a dynamic leadership style to motivate and empower a team.
Expanded Power tools and accessories business across new markets by setting-up distribution network with average
growth of 16%.
● Turned around the market and expanded by 46% in a short span of 2 years.
● Accredited for launching Tile Cutter and captured market share of 3%.
● Orchestrated setting up the company's own Service Center in a short span of 4months.
● Won various awards (cash / trips)for highest turnover in tools &accessories
1.5 month course (Theory & Practical in Power Tools, Sales and Service) (Ralli Wolf Ltd.) - 1994 - 1 year course (Limestone Mine) (UP State Mineral Development Corporation, Mussoorie) - 1993